| Author | Jeb Brooks |
|---|
| Category | business (22), personality (2), philosophy (2) |
|---|---|
| Topic | sales (10), value (5), perception (4) |
| Audience | Entrepreneurs (20), Salesperson (18), Marketers (16) |
| Intent | Observation (14), Advice (7), Principle (5) |
| Mood | Thoughtful (28), Hopeful (1), Frustrated (1) |
| Style | Motivational (12), Provocative (8), Philosophical (4) |
| Rhetoric | ANTITHESIS (10), APHORISM (7), MAXIM (7) |
Being trusted is far more important than being liked when selling.
Prospects buy to solve their problems, not yours.
In the absence of value, every transaction revolves around price.
Your only real asset is time, and your only real advantage is how you invest your time and with whom you invest it.
The first sale that any salesperson must make is to himself or herself.
If you’re not sold, no one else will be either.
Sales is all about what you ask and hear, not what you say.
But if you don’t deal with your own sense of direction, self-worth, self-image, and self-belief first, all else will fail.
Your best customer is someone else’s top prospect! So defend the high ground.
Different people buy the same things for different reasons—theirs and theirs alone. Not yours.
Prospects don’t always buy what they need. They always, however, buy what they want.
When perception and reality conflict, perception always wins—and it wins hands down, every single time.
Hospital administrators are running a business that happens to be a hospital. Business priorities come first.
Silence from the user department is the equivalent of approval.
The seller determines the cost of the product or service, but only the buyer can determine its true value.
In a crowded marketplace, all other things being equal, the one with the most information who knows how to use it wins.
Salespeople who only do what they feel like doing today are bound to spend the rest of their lives unable to do what they really feel like doing.
The typical objection is the rational justification for an emotional decision that was made long before the objection is expressed.
Never violate the formal structure of an organization... but master an understanding of the informal.
The jump from character (what you are) to reputation (what people think you are) is much smaller than many salespeople would like to believe.
People pay a lot more attention to what you are than to what you say!
All values are equal until someone points out the difference!
Show people what they need most in the way they want to see it, and they will move heaven and earth to get it!
The most productive sentence in any salesperson’s vocabulary always ends with a question mark.
The fatal flaw in selling occurs when you are so focused on what you want to happen that you lose sight of what the prospect wants to happen.
Most of the things that can go wrong in sales happen when a salesperson’s mouth is open.
You have to address the decision-maker’s emotions before you address his or her intellect. A hungry stomach cannot hear.
Most decision-makers are more interested in the person they’re buying from than in the thing they’re buying.
Without trust you can only sell price. With trust you can sell value.
Always ensure that value exceeds price and then—and only then—present your price as related strictly to value.